Episode 11 - What Does a Realtor Actually Do for a Buyer?

Episode 11: What Does a Realtor Actually Do for a Buyer?

Think Realtors just unlock doors and write offers? Think again.

In this episode of It’s Like That Madison, we break down what actually happens behind the scenes when you’re buying a home—and why having the right Realtor can make or break your experience.

From your very first consultation to the final closing table, we walk through every step of the buyer journey: building a strategy, navigating showings, crafting competitive offers, negotiating terms, managing inspections, and keeping everything on track when things get complicated (because they always do).

Whether you’re a first-time home buyer or you’ve been through the process before, this episode gives you a clear look at the value, expertise, and advocacy a Realtor brings—especially in a competitive market like Madison, WI.

If you’ve ever wondered what your agent is really doing behind the scenes… this one’s for you.

Jannea Wood, Stark Company Realtors: https://jwood.starkhomes.com/ Instagram

Tiffany Tobias, Stark Company Realtors: https://ttobias.starkhomes.com/

Katie Kolakowski, City RE: https://www.cityremadison.com/

Transcript

SPEAKER_01 0:05

Welcome to It's Like That Madison episode 11. I'm your one of your hosts, Janae Wood from Start Company Realtors. I'm Katie Kolikowski with City RE. Tiffany Tobias, Start Company Realtors. And today we're going to talk about what realtors actually do for buyers. But I want to just first bring up a market fact about buyers and working with agents. It's a quick one. Just how many buyers are using realtors? And in 2025, it was 88% of buyers were using realtors to find their home.

SPEAKER_02 0:39

Yeah, that was a statistic from the National Association of Realtors. So yeah, I think that's a good one. And I think it shows that when you're in a competing market like we are now, spring, uh, agents to agents and different agent strategies and picking your agent is is ever important.

SPEAKER_01 0:55

So yeah.

SPEAKER_02 0:56

I think like it was interesting because I was telling the ladies the other day that I was at a medical appointment, and we often hear out in the world, like, do we even need a realtor anymore? Or like, can I just find my homes online? Like, what do you even do? And I was getting a um test done, and um the person asked me, What do you do for a living? And I was like, I'm a realtor. And he said, Oh, that is the easiest job in the world. You just open doors. And to which I said, I I honestly think it's the hardest job I've ever done. And and I feel that because we don't just open doors, uh, especially the three of us are consistently behind the scenes building strategies, and that's kind of what we wanted to touch base on today. Like it that kind of starts even before people see a house and they might not realize that.

SPEAKER_01 1:46

Yeah, absolutely. We're gathering all the data in advance. And I think we also we don't want everyone to see what we're doing. We want it to seem seamless and like we've just got all the knowledge. But yes, behind the scenes, it takes a while to gather all that tax records, licensing and permits, you know, comps, actives, all of that starts before we even leave the house, you know, to go to the show line.

SPEAKER_02 2:13

Yeah, and I think like with buyer consultations or like explaining buyer agencies or letting people know their rights or regulations, like connecting them with lenders. Like what do you kind of do behind the scenes before people even get going?

SPEAKER_03 2:27

Well, we talked a little bit about our consultation strategy, right? I think in one of our previous episodes. Episode eight episode eight.

SPEAKER_01 2:34

Yeah, okay. Yep.

SPEAKER_03 2:35

Yeah, so I mean, no, I think that's a big part of it. It's figuring out what are they looking, you know, what are they looking for and how are we best going to help them. But you're right, getting them prepared, like you said, getting them in touch with the lender, all those things that we kind of did. But I think that's a that's a huge part, is is even before you open open the door, yeah, right, is to is to make sure that they're prepared and that they have an idea of what they're getting into.

SPEAKER_02 2:58

Yeah. And I think like uh Janae said, bringing that data forward and setting expectations in the market.

SPEAKER_01 3:04

Yes. And I that's a good point, Tiffany, because I think a lot of people just with Zillow and Realtor.com, it's really easy to think you're in charge of your search, you're gonna find your home. But there's things you have to do before you even get into that home. Because what if it is your home and you haven't even talked to a lender, you might not be able to make an offer. So an agent is really good for setting the stage for being ready. Yeah. Um, yeah, absolutely, setting expectations for the Madison market, looking at what we're seeing for list price, over list price, what are the trends we're seeing for offers, successful offers. We keep all that data as well.

SPEAKER_03 3:43

Well, and I think to your point, the Madison market, right? Because we are here local, whether it's Madison, Dane County, the surrounding area, we have the ability to really see those past, you know, properties and did they get multiple offers? And, you know, did they go over in price so that we can prepare our buyers if there's a specific neighborhood that they're looking in that they know what they're up against, especially in a spring market like we're in right now.

SPEAKER_02 4:10

Yeah, I think it's really fun to go in a home and be like, oh, I've been in that neighbor's home, or like you physically have been also in other homes in that neighborhood, or this last weekend we wrote an offer or two, and I could say, Oh, I sold a home around the corner, so I am well versed in this neighborhood, or I know the trends that are going on here. And so, yeah, just kind of filtering through that data, or um, I was also telling you too about just being in a home and asking the right questions so that when we're out and about, we also too have our eyes peeled. Yes, yeah. For all our people, you know, just is the are these homes a fit, trying to be that home matchmaker.

SPEAKER_01 4:50

Yeah, so finding the right home, you know, I've got a client now actually that we're just trying to get into homes. If it's been that long since buying a home, let's just get our feet into a home because some I think we'll look at the features and the numbers and get a little too analytical when a lot of times you just have to actually step into the place to know how does this layout feel? It's 2,000 square feet too big, too small. Let's just go see some, even if you're not excited about it, so I can see how you're reacting. I'm gonna watch their faces as they're going through the home. So when they light up or or not, you know, give them permission, let's leave. This is yeah, this isn't working for you. But it really it's kind of it's part of my homework too, is just to see how they interact with various houses.

unknown 5:34

Yeah.

SPEAKER_03 5:34

Well, and looking at houses, I I know we've mentioned this before, but I believe so strongly in this is that you know, looking at houses and realize realizing that you hate it is is actually uh I hate it's a strong word, but like that you really dislike it. We dislike the, like you said, the layout, you dislike things about it is actually so beneficial for us because it helps guide us, you know, when we're looking at those future homes and when we're sending things over that might be a match. So I I think that's a great experience to say, hey, I don't like it. That's okay.

SPEAKER_02 6:04

Yeah, and a lot of times we're navigating thoughts, feelings, and emotions in the house, we're navigating conversations, we're navigating um and evoking feelings or bringing people together or on the same page, and um that that takes a special little skill set as well just to navigate some of those stressors.

SPEAKER_01 6:25

Well, and I think it's important to note too how we help find a home, right? So it's not just what's popping up on Zillow. Yeah, it might be what we know is coming soon, contact with other agents, um, or clients that live in a particular neighborhood that give you a heads up on a house.

SPEAKER_03 6:43

Um, and anything else that I'm missing on that that you guys no, I think that's a big one is just knowing things that are behind the scene that we know are gonna be coming up. And I think we all have that, right? I mean, we all have that um those relationships where we're like, hey, or somebody says, Hey, I saw your listing, I'm gonna have another one coming up, you know, so that we're able to share that knowledge and get our buyers prepared for it is so helpful.

SPEAKER_02 7:05

I agree, and also just yeah, behind the scenes conversations, just constantly being on the lookout. Um, and and also, too, I think a big thing that people don't realize, or what we all try to do at this table also is when you're going through a home, we don't just open the door, we're looking for things that potentially might be a flag about the home, or hey, did you see this? Or point out these things to make sure that our buyer is okay with the things that we're also seeing. So we're looking for those defects like we've talked about in the past on other episodes as well. We're looking at maybe we're not inspectors once again, but what might be flagged on inspection, um, and just kind of educating people about things that we've seen come up and or things that may come up in the future.

SPEAKER_03 7:55

Yeah, and I think too, I mean, I know for myself and you guys probably are a similar situation, if you know somebody is using a specific type of loan, right? So for myself, if I know somebody's gonna have a VA loan, you know, it's it's I like that ability to be able to say to them, hey, this is a great house, but just so you know, here's maybe a few things that might have to be fixed ahead of time before you close or that might show up, you know, during the appraisal, so that they're aware too that there might be a a few additional things that we need to do. It's not that it's not gonna work, and sometimes it doesn't work, you know, but walking through it gives it that uh uh opportunity to see more.

SPEAKER_01 8:30

And just say a bit more about that, because with VA or FHA, there's even an extra requirement with appraisal.

SPEAKER_03 8:38

Yeah, I mean, I know specifically, I mean, a lot of things that we see come up are, you know, if there's peeling paint, right? Like so there's peeling paint like on a um um a window, you know, or there's not railings around the deck, or there's not railings going up and down the stairs. There are like some minor things, but smoke detectors, carbon monoxide railings. Things like that where um it your buyer might not care, but the the loan, you know, officer is gonna care, and certainly underwriting is gonna care. So I had I actually had this happen this last year. We had uh my buyer was using uh a VA loan and the seller um accepted the offer knowing that. And we had told him up front we said, listen, there's a few things that are gonna need to be done on this house in order before the appraisal so that we can make sure that it goes, you know, straight through. And it was the cool story because I connected the buyer and the seller and they worked on their projects together. So they put the railing up around the deck outside, painted. Yeah, they did a few of the things and got the railing on the stairs, and so obviously it passed with flying colors. But had we not known that, it would have extended our closing, right? I mean, it would have pushed us back, or it would have seemed like a massive red flag all of a sudden, where we we saw that in our walkthrough. So we wrote our offer knowing, hey, there's gonna be some things we're gonna need to do, and how are we gonna get this done ahead of time?

SPEAKER_02 9:54

Yeah, I think that's awesome. And another thing that kind of slides in there too is um down payment assistance also have some of those back ends as well. And so just working with the same situation, working with the agent across the aisle to cordially get it done, where I buy the smoke alarms, they might throw one in, you know. So just navigating those situations and making it a lot easier, I think, is great.

SPEAKER_01 10:19

And that goes just back to filtering for one last thing. What we're also what we're doing behind the scenes that a buyer wouldn't even know because you know that information about what's gonna be needed for that loan or down payment assistance, or if I'm working in condos, if one's unwarrantable and they can't get conventional financing, that can really change the picture. And so we're gonna know that when we're thinking about what properties to send you as your realtor. Yeah, not waste your time or guide you.

SPEAKER_02 10:45

Yeah, guide you where to go.

SPEAKER_03 10:47

Well, and the other thing is, you know, I I think you guys get this question a lot is if I purchase this house, how what what am I gonna have to do if I decide I have to sell it in two years or four years? Or I mean that's a I I find that I'm doing that more and more often, which I'm sure you are too, where it's just like people want to know like, is am I gonna be able to get my money out of it if I do X or if I do these things?

SPEAKER_01 11:09

I look at when we're on showings, I'm looking at it from terms of resale value. Yeah, because layout can impact it, where it's located on the street. I mean, all of that.

SPEAKER_02 11:18

Yeah, yeah, that just that functionality. Um, you know, we if you see you see this a lot in older homes, they might have sitting rooms, but people want to use it for TV, and so it's like getting you know creative with your buyers and having them envision them in their space.

SPEAKER_01 11:33

Yes, the TV. Yeah, it's always easy to figure out my world to handle square rooms, not square rooms, yes, or multiple doors, like four doors, but a lot of time, yes, it's all important, and I and I think uh that resale, like you all are talking about, comes down to you when you're writing that offer, also.

SPEAKER_02 11:53

So those discussions because I know that I always prep my buyers. This could be your forever home if you want it to be. However, if life happens and you have to sell it in two years, what does that look like? Would you be underwater? What would we need to do? We need to have those discussions up front, also, too, just because personally I've been in a scenario where I purchased and then a year and a half later something happened where I had to move because life happened. Right. Um, and in and and uh I know that we don't want our people unless they choose to be in a position where they could be losing money on something that's supposed to be an upset.

SPEAKER_01 12:33

Absolutely, yeah. We can advise they make the decision, but yeah, yep, that's all part of it.

SPEAKER_03 12:38

No, a hundred percent. Yeah. So obviously writing an offer um in a little bit more in depth, like one of the things um that I know that most people think is that it's always price. And that is our job, right? To go in, like you said, but it's not always price. And so when you talk about the behind the scenes, it's us digging in a little bit more to find out what's important to the seller. And we have the ability to do that, which is awesome for the buyer because it gives us an idea to write the most creative and best offer that we can. Yeah, or well well-rounded.

SPEAKER_02 13:15

A lot of times I've been successful, and feedback is you weren't the highest, but you were the most well-rounded. And that's a strategy I really like because it makes the buyer feel comfortable with what they're doing, and then the seller feels confident that that offer is gonna get to closing. And um, I I think that that that's really important. And that starts with picking up the phone and calling the other agent a lot of times. So we do that too.

SPEAKER_01 13:36

Yes, definitely. Make a phone call. Yeah, it's I get offers that I've never heard from the agent before, and I'm always surprised. And it doesn't win, you know, because they haven't checked to see what is gonna be most important. Closing date, you know, is that the most important thing to a seller? They might not put that out there, and then it all of a sudden it is.

SPEAKER_03 13:55

I laugh so much when you say make the phone call because I can't, I mean, we we are such we we understand that. And I'm not saying that not most people don't, because a lot of people do pick up the phone, but it's like you know, it's like all the things outside of real estate that annoy you when you can't talk to somebody, it's the same thing for us and for everything else. And you wonder why an offer doesn't get accepted, or you wonder these things, and it's like it took five seconds to pick up the phone call. Like when you say that, it sounds so simple, but people don't do it.

SPEAKER_01 14:22

Right. And just think of a buyer without a realtor, they go through a house during an open house, they might have a bunch of questions. Who's gonna answer those questions for them, right? Like we are always trying to gather that information to help with the offer writing. What you know, what's the age of the mechanicals, the age of the roof? That's all gonna go into writing the offer too, and thinking about the inspection contingency or buffer if if we're including one.

SPEAKER_02 14:46

Yeah, I agree, I agree. Um, and I had a weird scenario where the pain point, we would never have known it wasn't in the broker notes, which is another thing that we look at before writing an offer. We have notes behind the scenes that are not available to the general public that we always look at. Um, they needed their chickens rehomed, and that was a big stress to have the chickens stay on the property after closing while they rehomed them. So we were able to write that in our offer to babysit some chickens and and not not if you didn't pick up a phone and ask what might be a pain point for the seller that we might be missing, we wouldn't get that information.

SPEAKER_01 15:26

Yeah, that's a really great point. Yeah, not many people are gonna be willing to babysit chickens, probably, but good on your clients for being willing to do so. I wouldn't know what to do. I'd feel like I'd be so nervous. Do they just stay there and someone comes in and feeds them? Because then that would be okay.

SPEAKER_02 15:42

I uh babysat chickens one time. I'll have to put that video up. I got uh I got a rooster pecking at me while trying to feed them, and so uh it would take a special little little talent for me to continue to be a chicken babysitter. I tried it one time.

SPEAKER_01 16:02

So structuring the competitive offer that goes right into it. Yeah, you know, yeah, the negotiations, the price terms. What else? Buffers, any you know, buffers, appraisal contingency, buffers. You know, if you're writing over, but you include a full appraisal contingency, it's probably not gonna be considered a strong offer, right? So it's explaining to your client why that might put you towards the bottom of the pack if you're in a competing situation.

SPEAKER_03 16:32

And I think the thing is, is that like all of these things that we're saying, the point is that you want somebody who does this every day. Right. Yeah, right. Like, because there's things that we're talking about, people are like, what are they talking about right now? Yeah. And that that's the whole idea is that you want somebody who does this every day so that they can explain to you what this means and structure it for you.

SPEAKER_02 16:51

I always say that too to my people that I don't walk into their professions and know how to do them. So I don't expect them to walk in here and know how to do them because we do it every day, we see the nuances, we see the trends, we have the conversations behind the scenes, and and that's what makes us the trusted professional. You know, if we're walking into a doctor, um we want to make sure that the doctor is probably practicing every day, not once every five to ten years, and it's up to date on the latest and greatest, or you know, librarian, what books have you gotten recently in the library? Or, you know, every job is important as long as it's a legal job. But the point is that everybody has a job for a reason and this is ours.

SPEAKER_01 17:30

And I don't think Chat GPT can explain all of this to you. You know, I mean, there are nuances. You're gonna find some things explained to you with AI, but you are not gonna get all the nuances that we can, as realtors, give to our buyers. Even just one of those things with knowing what activity is on the house. How many showings have you had? What's the interest? You know, all of that also plays into how you write your offer. AI is not gonna do that for you.

SPEAKER_02 17:58

No, the quickness, the fluidity of it, like you're saying, the human-to-human relationships, the picking up the phone, the another time. I mean, I've they were like, Thank you for your great communication, we want to work with you. So it's like those personal touches are still really important. And that's just to get the house.

SPEAKER_01 18:17

So then you get an AO, an accepted offer.

SPEAKER_02 18:20

This is where most deals fall apart is inspection or appraisal or financing. So the once the offer is accepted, that's just the beginning, right?

SPEAKER_03 18:30

It is, yeah. That's where the that's where the chaos comes if it's gonna come. Yeah, right? Yeah, yeah.

SPEAKER_01 18:36

Yeah. Yeah, we've all been there.

SPEAKER_03 18:40

I you know, I don't think it's it's amazing though when you're when you're working with two agents that do this every single day, right? On both sides of the aisle, how many times that you can work through any sort of chaos, right? So it's creating that relationship with the lender, it's creating that relationship with the other agent. Because there's items that we've talked about before, they're gonna come up on an inspection, but rarely is there a solution. And I think that's that's the job is to create our job, like you said, like there's not a solution. Yeah, real, yeah, real rarely is there not a solution. And so I think, like you said before, a lot of it is that behind the scenes work that we're trying to get done to make it seem like it, it's not chaotic if it is, right? To make it seem like it's going smooth, but um, you know, keeping track of the deadlines, all those types of things.

SPEAKER_02 19:26

Timelines, keeping track of the deadlines, keeping everybody on task. We're like the quarterback trying to get to the end zone with the the end zone, the touchdown being you got your home.

SPEAKER_01 19:35

And so inspector, title company, closing officer, listing agent. Yeah, I mean, you got like this everybody that we're trying to, you know, micromanage everything for our body.

SPEAKER_02 19:47

I feel like the client's the coach telling us what they want, and then I like that. But yeah, it it's uh we're getting tackled sometimes. Sometimes there's flags on the play, sometimes there's stuff we have to navigate to make that happen. But but yeah, problem solving consistently, looking at what's in front of us, adapting quickly on the fly.

SPEAKER_01 20:09

Knowing vendors, if we have to try to solve something on inspection. We we talked about that in the episode about the good, the bad, and the ugly inspection, so we don't have to go into it, but just knowing that we also have that information that can help, yeah. Um, and preparing our people for the contingencies they're writing, making sure they know what it means so there isn't a hiccup in the middle of the transaction.

SPEAKER_02 20:35

I think also, too, this is where a lot of people panic. And so so many times in my transactions, I'll bring a problem or something that's come up, and I can just see my buyer being like, and I'll be like, I promise this is not where we panic. I promise I will tell you when it's time to panic because we do do this every day, so we see and know how to navigate. We know all the tools in our tool belt, but a lot of times something that seems panic worthy is something that we're able to do and navigate, yeah, and still get to the closing line.

SPEAKER_01 21:10

Yep, absolutely agree with that. Yeah, yeah. Yeah, so we kind of touched on that, the other things we're doing, we're coordinating the inspection, working with lenders, yep, deadlines. Yeah.

SPEAKER_03 21:21

And then of course closing. Yes, yes. Obviously, um, you you guys look spend time looking through all the final numbers, making sure that they're right, you know, and obviously the lender should be doing that as well with the buyer, but I think that's a big part of it, making sure that everything's on there that we talked about.

SPEAKER_01 21:40

Yeah, it's often not the proration of things might be not correct. There'll be things that we have to look out for.

SPEAKER_02 21:48

Yeah, communicating with title, um setting up utilities.

SPEAKER_01 21:52

Yes, right. It's not just MGE or your trash recycling, you might have to set up separately. We need to know that. Yeah. Before going in. Yeah.

SPEAKER_02 22:02

Just monitoring and and and looking at the back end. Uh, you know, looking at the title commitments and if the buyer has any questions, being a liaison to open that door and connect them with who to ask their questions to over at Title. And and so yeah, there's just a a lot of of know-how and navigating on that back end too.

SPEAKER_03 22:22

And then knowing when they close that, you know, we're still uh there as a resource. Like I think that's huge.

SPEAKER_01 22:29

That's my favorite part. Yeah.

SPEAKER_03 22:31

Yeah.

SPEAKER_01 22:31

Follow up, see what they did with the house. Yeah. And if they have a problem, we usually are the first one that they which I'm happy about.

SPEAKER_02 22:38

I love that. Yeah. Yeah.

SPEAKER_01 22:40

Yeah.

SPEAKER_02 22:40

Also, because they get so connected with everybody along the journey because you are talking to them and guiding them, and they are trusting you, and there are so many pieces to navigate that you get quite attached to each other. So I like not saying goodbye.

SPEAKER_03 22:52

I know, I know. I actually so I had a walkthrough last night on a property, and um, it was so cool. Well, we we didn't think we were gonna meet the seller because we had changed our closing date, and so the seller had already pre-signed. Well, he ended up um having to come back through last night, so the buyer and the seller got to meet, which I which I like, you know, in the situation that we were in, it was really happy. Um, and the gentleman, um, the seller had left this amazing list of like every single paint color, and then he he drew a schematic, a schematic of the house and said, This room, like almost like the layout, and said, This room has this one, RS, what have the here's the name of it, left everything in order. I mean, it was just so great. So the whole experience was was the whole experience together, and we had a couple hiccups and it and it ended up being just fantastic at the end. Um, but we we were at our closing today, this morning, actually. Um, and my buyer said, Um, can I give you a hug? And I said, Well, I was gonna ask you, but I wasn't sure. But you know, we were to that point, and that was the one thing that I said when we were left, like, this isn't it. Like, we spend a lot of time together. Like, let's just let's keep in touch as much as we can. But you're I want to hear how it's going, you know, when you move in in a couple weeks.

SPEAKER_02 24:00

So I love watching families grow, evolve, shape, shift, yeah, new wallpaper go up, cats and dogs in their new spots.

SPEAKER_01 24:08

Yeah, it's just really fun journey, everything they envisioned you get to see come to life. Yeah, no, it's super important.

SPEAKER_03 24:15

And then the one thing we didn't mention, and I think we all do this, is we all become somewhat of a counselor during the process.

SPEAKER_02 24:22

Oh, yeah.

SPEAKER_03 24:22

I that's what I was saying, is like those therapeutic conversations. Like, I mean, I feel like that should be a part of the title sometimes.

SPEAKER_01 24:31

It technically is for me, but yeah, yeah, yeah, background absolutely comes into handy. Yeah, and sometimes you're mediating between the two buyers, right? Because couples don't always have the same, they don't want the same things, and so you're trying to navigate that as well.

SPEAKER_03 24:50

Yeah, and the reason I brought it up again was because we're okay with it. Oh, yeah. You know, I mean it helps it helps guide through the process. And so having that extra person to bounce things off of or to feel that panic about, like you mentioned, or to be excited with and everything else. I love that part of it.

SPEAKER_01 25:06

I always think it's funny when one buyer tells me something and then the other one's like, Oh, you had a chance to tell her and talk to her. Well, don't don't tell her your side, you know, because then they want to tell me like their side of what it is they're wanting to do. And it's like, I'm here for both of you. Yeah, it's okay.

SPEAKER_02 25:21

Yeah, even the kiddos, like uh recently I've had kids try to adjust when moving and they'll tell me straight how they feel. And whether you're two, three, five, six, seven, eight, I'm open to having that discussion too. And it was really fun for me working with this latest family because the kids would get really excited when they saw me, but then they realized they were moving, so then they were trying to be like, ah, uh, we really like Katie, but we don't want to move. So it was like you could see those feelings in real time and help them navigate that too, and you know, be the first one to greet them and high-five them when they go into their new house, too. So they know that it's a safe space as well.

SPEAKER_01 25:57

But yeah, and I always say it's always about more than the house for buyers, and it's about more than paperwork for us, yes.

SPEAKER_02 26:05

Yeah. And and and we don't just help people find houses, we we definitely want to protect them, make sure they're happy where they live, and I think that that's what we're saying as well. So not just finding, it's protecting being a friend and an advocate, as well as um really going to bat for our people too.

SPEAKER_01 26:25

Yeah, I think that's a good sign. I agree. I think that's a good ending. Yeah, I think it's a good ending too. And should we tease about episode 12, which is gonna be on investment properties? Yes, coming up next month. Special guests, and it'll be a good one. Yeah. Stay tuned. Yeah, thanks for joining us. Yeah, yeah.

SPEAKER_00 26:48

Tiffany Tobias of Start Company Realtors, and Katie Kolakowski with City RE. Engineered by Jerry Casper, and produced by Katie Kolakowski, Tiffany Tobias, and Janae Wood. The show is recorded at Serendipity Labs in beautiful Madison, Wisconsin.